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| 1 | |
In a business context, ______ is the personal communication of information to persuade somebody to buy something. |
| | A) | sales management |
| | B) | direct marketing |
| | C) | integrated marketing communications |
| | D) | personal selling |
| | E) | telemarketing |
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| 2 | |
_____ are technical experts who frequently assist regular sales reps with a particular problems or opportunity on an "as-needed" basis. |
| | A) | Consultative sales people |
| | B) | Sales engineers |
| | C) | Manufacturers' sales representatives |
| | D) | Missionary sales people |
| | E) | Team sales people |
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| 3 | |
Professional sales people: |
| | A) | act as a mirror of the market by relaying market information back to the firm |
| | B) | organize much of their own time and effort |
| | C) | build goodwill |
| | D) | often take part in the recruiting of other sales people |
| | E) | are accurately described by all of the above |
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| 4 | |
John currently repairs office equipment, but he is unhappy in his job. As John looks for a new job, he is considering interviewing for a sales position. He knows the sales job will be different from his current job because sales people have to: |
| | A) | be closely supervised |
| | B) | develop new products |
| | C) | deal with more rejections than acceptances |
| | D) | set his or her own sales quotas |
| | E) | delegate prospecting to sales assistants |
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| 5 | |
To match the expertise of a buying center, many business marketers have adopted the organizational concept of a selling center. The selling center is also called the: |
| | A) | sales team |
| | B) | profit center |
| | C) | selling mix |
| | D) | selling systems |
| | E) | sales nucleus |
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| 6 | |
The most obvious benefit of _____ is that it produces a large initial sale because a system rather than a product is purchased. |
| | A) | integrated selling system |
| | B) | a buying center |
| | C) | systems selling |
| | D) | a selling center |
| | E) | dynamic selling |
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| 7 | |
The major component for the development of relationship selling is: |
| | A) | synergy between the purchasing agent and the sales person |
| | B) | the seller's customer orientation |
| | C) | reciprocity between the buyer and the seller |
| | D) | decentralization |
| | E) | the ability to delegate unimportant details to lower-level managers |
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| 8 | |
With a(n) _____, a prospective buyer notifies potential sellers of his or her willingness to purchase a specified product, and an electronic auction is held to select the seller. |
| | A) | interactive sales |
| | B) | traditional auction |
| | C) | Dutch auction |
| | D) | reverse auction |
| | E) | auction center |
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| 9 | |
Sales force automation is: |
| | A) | the method sales managers use to locate their sales people and determine how long they spent with each customer |
| | B) | the method sales managers use to divide up sales territories among the sales reps |
| | C) | a means of transactional selling that eliminates the need for humans |
| | D) | the most common method used to convince customers to buy an entire system instead of individual products to solve problems |
| | E) | the capability of using electronic tools to combine company and client information in real time to enhance the sales functions |
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| 10 | |
Nexsteel manufactures state-of-the-art greenhouses for wholesale plant nurseries. Hsin Cheal has just sold a Nexsteel greenhouse to the owner of a nursery that specializes in producing daylilies. After thanking the customer for his purchase, Cheal asks, "Do you know any other wholesaler nurseries in this area that might be interested in buying a Nexsteel greenhouse?" Cheal has just engaged in: |
| | A) | closing |
| | B) | the presentation |
| | C) | prospecting |
| | D) | qualifying |
| | E) | a follow-up |
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| 11 | |
The AIDA approach is a commonly used method for presenting the sales message. The first "A" in this acronym stands for: |
| | A) | approach |
| | B) | action |
| | C) | appeal |
| | D) | advantage |
| | E) | attention |
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| 12 | |
Larry and Sharon are buying a refrigerator. When the appliance store sales rep asks them, "Would you like your new refrigerator delivered tomorrow or next Monday?" the sales rep is: |
| | A) | looking for qualification problems |
| | B) | using a trial close |
| | C) | prospecting |
| | D) | creating a data mine |
| | E) | offering postsale services |
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| 13 | |
A good system for recruiting sales people: |
| | A) | only operates when sales force vacancies exist |
| | B) | stops functioning when it finds the right person for the job |
| | C) | provides a flow of more good applicants than is needed |
| | D) | creates jobs to suit applicants |
| | E) | will only hire people that have been recommended by current employees |
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| 14 | |
Based on what you learned with Maslow's hierarchy of needs, you should know: |
| | A) | different people require different types of motivation |
| | B) | employees who act together can produce more than acting alone |
| | C) | delegation is only appropriate when it is accompanied by accountability |
| | D) | sales people find closing a sale the hardest task they must perform |
| | E) | sales people do not enjoy all the paperwork that is a part of their job |
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| 15 | |
Which of the following is an example of a qualitative measure for evaluating a sales person's performance? |
| | A) | gross margins by product line |
| | B) | number of calls per week |
| | C) | percentage of existing accounts retained |
| | D) | personal appearance |
| | E) | number of training sessions attended |
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